There are many coaching sales training but few put you on the road to becoming a coach who can convert ‘free sessions’ into clients.  Becoming a coach is one thing, but how do you master getting clients who are willing to pay you for your services?  Practice is the key, of course, but this coaching sales training will provide you with the basic steps to get started.

Becoming a Coach Who Converts Free Sessions Into Clients – Take the Lead

Coaching Sales Training Step 1:  Becoming a coach means taking the lead.  Give your prospective client an outline that describes the nature of your introductory call.  Let them know how the call is going to proceed.  “First I’ll ask you questions about your business, then I’ll ask you what result you would like to get out of this session.  Then I’ll coach you to get that result.  At the end of the call, I’ll share how my program works, and if you would like to take the next step you’ll have an opportunity to do so; if not, no problem.  Sound good?”

Becoming a Coach Who Converts Free Sessions Into Clients – Provide Value

Coaching Sales Training Step 2:  Becoming a coach means providing value.  Ask discovery questions to get to know your clients, find out what result they would like, and coach them.  Help them to define their goals, find their strengths and weaknesses, and to develop a plan or strategy to get there.

Becoming a Coach Who Converts Free Sessions Into Clients – Emotional Connect with Goals

Coaching Sales Training Step 3:  Becoming a coach means getting your clients to connect emotionally with their goals.  No one does much based on logic.  Is buying a car based on logic or emotion?  Is buying a house based on logic or emotion?  Is starting a business based on logic or emotion?  Find out what your clients greatest fears, hopes and aspirations are related to their goals.  Take them on an emotional test drive, help them feel the emotions they’d feel if they achieved that goal and if they didn’t.

Becoming a Coach Who Converts Free Sessions Into Clients – Fill in the Gaps

Coaching Sales Training Step 4:  Becoming coach means being able to connect the dots between where your clients are and where they want to be.  Share a success story about a client who had similar goals and struggles, then share their benefit story.  Tell them, “If I were to coach you, this is what I would do.”  Tell them the specific results they could expect.

Becoming a Coach Who Converts Free Sessions Into Clients – Close the Deal

Coaching Sales Training Step 5:  Becoming a coach who gets paid, means being able to close.  Share your offer.  You can test close first by asking, “Do you believe that by working with a coach, you’d be more likely to follow through on your goals and commitments?”  One of the biggest keys to a successful close is to be silent after you ask for the order.  Give people a chance to think, and respond.

Use this coaching sales training as an outline to start becoming a coach who converts ‘free sessions’ into paying clients.  And don’t forget, the key to mastery is repetition.  With every session you do, you will be one step closer to your goals.

Colette Seymann

JTS Designated Accountability Coach